http://ITSalesSecrets.com SUMMARY SLIDES: Loosing IT Consulting Sales to the consultant down the block? If you are not using relationship selling, you need to. This post will get you started. Copyright (C) SP Home Run Inc.

1. SPHomeRun.com
IT Consulting
Sales
is All about
Relationship Selling
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com
Source: iStockphoto

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In IT Consulting
Sales, You are the
Product

3. Sponsored by ITSalesSecrets.com
SPHomeRun.com
Research Tells Us
that Prospects are
Likely to Choose a
Vendor for These
Reasons

4. Sponsored by ITSalesSecrets.com
SPHomeRun.com
• They Know You;
They are Familiar
With You and Your
IT Consulting
Service

5. Sponsored by ITSalesSecrets.com
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• They Trust You;
You Have Become
a Trusted Advisor

6. Sponsored by ITSalesSecrets.com
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• Your Price is
Right; They See
the Value in Your
Proposition

7. Sponsored by ITSalesSecrets.com
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• Your Service is
Good; They Know
Your Track Record

8. Sponsored by ITSalesSecrets.com
SPHomeRun.com
“A Relationship
Without a Sale is
Called a Friendship,

9. Sponsored by ITSalesSecrets.com
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But a Sale Without a
Relationship is
Called a Vending
Machine.”

10. Sponsored by ITSalesSecrets.com
SPHomeRun.com
Make Sure that
Your IT Consulting
Sales Process is
Customer-Centric

11. Sponsored by ITSalesSecrets.com
SPHomeRun.com
• Connect with
Prospects &
Customers
Wherever They Are

12. Sponsored by ITSalesSecrets.com
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• Listen to What
Your Prospects &
Customers Want

13. Sponsored by ITSalesSecrets.com
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• Show That You
Care About their
Needs; Tailor Your
Offering to Meet
their Requirements

14. Sponsored by ITSalesSecrets.com
SPHomeRun.com
• Check-in
Frequently Even
After the Sale

15. Sponsored by ITSalesSecrets.com
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Customer Loyalty &
Relationship Selling
Are Intimately
Interwoven

16. Sponsored by ITSalesSecrets.com
SPHomeRun.com
Getting the
Relationship Right
is Vital

17. Sponsored by ITSalesSecrets.com
SPHomeRun.com
Relationship Selling
Works as an
IT Consulting
Sales Strategy

18. Sponsored by ITSalesSecrets.com
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Please Share
Your Tips, Hints,
and Feedback in
the Comments
Area Below

19. SPHomeRun.com
Recommended Reading:
Seven IT Sales Secrets
Download this
Free Special Report Now at
ITSalesSecrets.com
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Source: iStockphoto